Episode 865 –How to Get Bigger Accounts Effectively: Episode 865
How to Know if You're Asking the Right Questions
Potential Drawbacks to Having Only Big Accounts
Understand Their Pain
The easiest answer to how to sell a big account, or any account really, is to understand and articulate that you understand their pain. The difference between and small and a big account, however, is that the pain of a large account is much bigger than a small account. These are large office buildings will hundreds or thousands of employees and someone is in charge of making sure the office looks well-kept. That same person will hear about it if the cleaning isn’t being done properly. So if you can sell to them that using you will ensure that the boss never gets on them again about the office looking shabby, that’s speaking their language. Not only that, but larger businesses have cleaning budgets and they are willing to pay for someone to take this burden off their shoulders. If you can be that person for them, chances are they are going to give you that job.
Final Takeaway: Ask the right questions, be clear about the cons, and understand their pain to effectively grow your accounts.
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